Are Your Sales Lagging Behind Plan?

9. Mail a catalog and a special offer to gift recipients. Since they’ve received items from your catalog, your customers obviously think these folks have an affinity with your merchandise. This group of non-buyers represents an in-house list you can tap for more revenue.

10. Use title slugs, another b-to-b mailing technique in which you use your own customer list as a prospect file. Simply remove the name of the customer and insert a function title (e.g., Attn.: Sales Manager or Purchasing Agent), and mail to the business and address already on your file. Title slugs are a good way to generate more revenue from companies already doing business with you. The use of slugs helps you reach other influential people within organizations.